Revenue Operations Manager

About Us

Behind every innovative new medical device, new healthcare policy, and research into new treatments, there's a literature review. At DistillerSR Inc., we're changing the way that scientific research is conducted. Founded in 2008, DistillerSR is the world's leading AI‑enabled workflow automation and evidence management platform for streamlining the production of critical literature‑based health research. DistillerSR is used by 80% of the top 10 global medical device and pharmaceutical companies to inform life‑changing product research, prepare regulatory submissions and to monitor for safety issues with medical products once in market. At DistillerSR, we have three core values: Always Leading, Always Innovating, and Always Trusted. Our amazing team lives these values every day and our customers trust us to bring them innovative, world‑leading solutions that power their important work.

About The Role

We are a fast‑growing B2B SaaS company seeking an experienced Revenue Operations Manager to own and optimize our go‑to‑market technology stack and processes. This role serves as the connective tissue between Sales, Marketing, Finance and Customer Success, ensuring data integrity, process efficiency, and actionable insights across the revenue organization.

Key Responsibilities

Salesforce Administration & Configuration

• Own and administer the Salesforce instance, including user management, security settings, profiles, permission sets, and role hierarchies
• Design, build, and maintain custom objects, fields, page layouts, record types, validation rules, and formula fields
• Create and optimize Flows, Process Builder automations, and approval processes to streamline sales workflows
• Manage integrations between Salesforce and other GTM tools (marketing automation, enrichment tools, Maxio, etc.)
• Partner with Finance to maintain consistent ARR field logic, pricing structures, discount governance, and renewal tracking
• Ensure data quality through deduplication, enrichment processes, and governance policies
• Work with Sales Leadership to identify friction points in the sales cycle and implement process or tooling improvements that increase seller productivity
• Support the adoption and optimization of sales methodologies (e.g., discovery frameworks, mutual action plans) within Salesforce

Reporting & Analytics

• Build and maintain dashboards and reports for sales leadership, marketing, and executive team
• Define, track, and analyze key revenue metrics: pipeline velocity, conversion rates, ARR/MRR, CAC, LTV, churn, and expansion revenue, among other metrics
• Monitor and reconcile revenue and pipeline data with Finance to support forecasting and reporting
• Maintain a single source of truth for ARR and pipeline reporting
• Create forecast models and pipeline analysis to support strategic planning
• Deliver actionable insights through regular reporting cadences and ad‑hoc analysis

Process Design & Optimization

• Implement and maintain AI agent and rules‑based automations (e.g., lead scoring and routing, draft response generation) to make GTM motions smarter and more efficient
• Map, document, and continuously improve lead‑to‑sale processes
• Define and enforce lead scoring, routing, and assignment rules
• Partner with Sales and Marketing to improve MQL‑to‑SQL conversion and handoff processes
• Own the end‑to‑end revenue lifecycle definitions (MQL - SQL - Opportunity - Closed Won - Renewal/Expansion) across Sales, Marketing, and Customer Success
• Ensure seamless data flow and integration across Marketing Automation, CRM, and CS platforms
• Define, document, and maintain standardized CRM field definitions, inputs, and data quality controls to ensure consistent, accurate reporting across Sales, Marketing, and Finance
• Establish data governance policies and processes to maintain tool integrity and cross‑team adoption
• Train and enable end users on tools and best practices

Quota Management

• Administer, track commission and compensation plans in collaboration with Finance

Requirements

Required Qualifications

• 5+ years of Revenue Operations, Sales Operations, or Business Operations experience in B2B SaaS
• Salesforce Administrator certification required; Advanced Administrator or Platform App Builder preferred
• Expert‑level proficiency in Salesforce configuration: Flows, custom objects, validation rules, reports/dashboards
• Experience supporting revenue forecasting and SaaS metrics (ARR, CAC, LTV)
• Familiarity with AI tools and proactive about finding ways to leverage them to scale and accelerate operations
• Strong ex